2010 State Of The Market: 10 Things You Need To Know

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Managed services will continue to become a bigger part of solution providers' offerings in 2010. The percentage of managed services in an average VAR's total revenue will jump to 11.4 percent next year, from 9.5 percent this year. And that's on top of an increase from 8.6 percent in 2008.

Sam Ruggeri, president of Advanced Vision Technology Group, Hauppauge, N.Y., said more VARs are interested in building a stable, recurring revenue stream in this economy.

"A lot of people are catching up with recurring revenue," he said. "The client is also more agreeable to a recurring revenue charge, more so than we expected to be honest with you. That's a good thing."